The Point

MAY 28, 2020

The current crisis reinforces why most B2B companies are best suited for a hybrid demand generation model that combines both ABM and more traditional, funnel-based tactics. I’ve written elsewhere in this space that one of the reasons ABM became so popular is because companies are just really bad at lead nurturing.). My prescription?

Demand Generation Agencies 162

Demand Generation Agencies Demand Generation Ideal Customer Profiles Lead Ranking 162

The Point

FEBRUARY 28, 2023

Certain lead generation programs – notably content syndication – tend to be popular uses of MDF funds because they’re perceived as easier to launch and manage and because they guarantee a tangible result to the sponsor. If you do invest in lead generation, set clear expectations for sales follow-up. Be realistic.

Demand Generation Agencies 147

Demand Generation Agencies Advertising Agencies CMS Development Work Management 147

The Point

NOVEMBER 29, 2017

Sometimes great people, a great product, or pure market demand can cover up all sorts of marketing sins, but more often the clients who succeed consistently at demand generation are those who have their act together. It’s one of the oldest demand generation clichés that list matters above all else. Know Your Content. Click To Tweet.

Demand Generation Agencies 182

Demand Generation Agencies Demand Generation Demand Generation 182

The Point

SEPTEMBER 23, 2015

If you’re not generating leads – as in: a lot of leads – from your company’s blog, you’re missing out on what is perhaps not only your best opportunity to convert organic Web traffic into actionable, measurable sales inquiries, but also the best way to actually show real ROI from your social media investment. BONUS TIP: 11.

Business Blogging 100

Business Blogging Lead Scoring Lead Ranking Generation 100

The Point

NOVEMBER 14, 2014

Research firm Software Advice have released their 2014 B2B Demand Generation Benchmark Report , a handy reference for anyone planning 2015 marketing spend. And here’s where I think that analysis goes astray: First, demand generation effectiveness is not best measured by which channel generates the highest number of “quality” leads.

Trade Show 100

Trade Show Demand Generation Agencies BtoB Lead Scoring 100

The Point

JANUARY 29, 2015

We discussed what’s new, what’s working, and what’s on the horizon in B2B Demand Generation. In our business, demand generation and content marketing are nearly synonymous. Good content is the fuel that feeds demand generation success. AN) Hello, Howard. HS) Content is everything these days. 2015 is no exception.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Generation 100

The Point

JUNE 24, 2022

The sudden, wholesale transition to remote work and virtual teams has only accelerated trends that were evident pre-COVID, led by younger generations of digital consumers who brought their buying preferences to the office (even if that office is now their living room). Key Finding 1: Buyers have all but replaced vendor-provided content.

Top of Funnel 130

Top of Funnel Cold Calling B2B Demand Generation 130

The Point

MARCH 8, 2018

But as news items, they belong in a press release, or on social media, not in a demand generation email designed (presumably) to drive engagement. But when it comes to using that report to generate leads, put the self-congratulation aside, and market the report as a tool for buyers, not a reason to buy your product.

Marketing Report 216

Marketing Report Planning Gartner Demand Generation Agencies 216

The Point

DECEMBER 14, 2012

One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. The fact that B2B marketers are even asking this question shows how far demand generation thinking has progressed.

Lead Nurturing 100

Lead Nurturing Demand Generation Budget Programs Demand 100

The Point

MARCH 16, 2011

In part 3 of my podcast with Steve Farnsworth of Jolt Social Media, we discuss the role of blogs in the lead generation landscape, and the simple steps companies can take to convert their blogs from PR dumping grounds to a key part of their demand generation engine. Why one, all-encompassing corporate blog may not be enough. •

Generation 100

Generation Leads Lead Marketing Qualified Leads 100

The Point

APRIL 19, 2017

The best demand generation campaigns start with content that your prospects want. No one question will help you create content that drives quality leads – leads that convert more readily to pipeline and revenue – more than this one. Clients often ask: “What’s the maximum shelf life for demand generation content?”

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

The Point

DECEMBER 16, 2013

In fact, I’ll make almost the exact opposite prediction: “By 2015, the percentage of B2B leads that arrive via corporate Websites will shrink dramatically as marketers maintain multiple, distinct online channels that are optimized for demand generation.”. Want to guess how many of those leads arrive via our clients’ Websites?

Demand Generation Agencies 100

Demand Generation Agencies B2B Sales Sales Leads Microsite 100

The Point

DECEMBER 13, 2019

I asked the best subject matter experts I know, my colleagues at Spear Marketing Group , what trends they think will highlight the next 12 months in B2B demand generation. Look for sales enablement and sales orchestration to become a standard part of every demand generation campaign brief. Here’s to another exciting year!

Demand 222

Demand Ideal Customer Profiles Demand Generation Agencies Account Based Marketing 222

The Point

AUGUST 24, 2009

With inbound marketing all the rage, where does that leave old-school lead generation techniques such as cold calling and appointment setting? In today’s digital era, when everything lead gen seems to revolve around simply being in the right place at the right time, can it also make sense to simply call potential clients as [.].

Demand Generation 100

Demand Generation Demand Cold Calling Telemarketing 100

The Point

SEPTEMBER 17, 2009

Tags: B2B Marketing direct marketing b2b demand generation b2b lead generation Demand Generation.

Demand Generation 100

Demand Generation Demand Generation Tips 100

The Point

MAY 23, 2017

Whereas typically, content syndication has meant acquiring leads, at a fixed cost, that are filtered by criteria such as job title, geography, and company size, now many publishers and other lead generation companies are adding the option of BANT criteria such as purchase timeframe. You know your business.

Sales Qualified Leads 110

Sales Qualified Leads Cost per Lead High Quality Lead CPL 110

The Point

OCTOBER 20, 2014

Just look at the sudden influx of companies boasting so-called “predictive analytics” solutions – software that allows marketers to better score leads, acquire new names, target market sectors, and even refine message and content, based on highly sophisticated algorithms. Just when did demand generation get this complicated?

Demand Generation Agencies 100

Demand Generation Agencies Lead Gen Marketing Report Research 100

The Point

OCTOBER 15, 2019

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. 2) lead nurturing.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

The Point

NOVEMBER 15, 2022

For example, import the Tier 1 list into LinkedIn and Facebook, and run content-driven ads focused on awareness and generating initial engagement. For Tier 1 accounts, conduct targeted, personalized sales outreach, but (critically) support those efforts with marketing air cover to the same companies. How Should I Market to Purchased Lists?

Purchase 162

Purchase Paid Search Agency Paid Social Agency Outreach 162

The Point

OCTOBER 7, 2014

In our experience, using the same targeting and bid settings for both, Ads will generate up to 5x more impressions compared to Updates. However, as “native advertising,” Sponsored Updates can also generate 5x the engagement rate (including likes and shares).

Paid Content 100

Paid Content PPC Twitter Linkedin 100

The Point

NOVEMBER 10, 2014

” B2B Marketing Content marketing Copywriting Creative Demand Generation email design email marketing lead generation b2b demand generation B2B email agency b2b lead generation email best practices email copywriting email copywriting tips email marketing agency Integra SMB marketing'

Email Campaigns 100

Email Campaigns Demand Generation Agencies Campaigns Copywriting 100

The Point

JANUARY 17, 2019

This anecdote – and others like it – underlines the fact that SDR engagement is a critical factor in the ability of companies to qualify leads and maximize their return from inbound lead generation. It’s also why the data contained in a new report from Insidesales.com is so compelling.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

The Point

MAY 17, 2021

Whatever demand gen channels you use to generate marketing leads, there’s value in always promoting a mix of content and other offers that span the entire buying cycle: early-stage, mid-stage, and late-stage.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

The Point

OCTOBER 29, 2021

However, chat is also a powerful tool that can integrate into virtually any type of B2B demand generation program, campaign or initiative. And now that chat is becoming a staple of the B2B tech stack, creative marketers are finding ever more innovative ways for leveraging their investment to drive engagement throughout the lead lifecycle.

Account Based Marketing 350

Account Based Marketing B2B Marketing Automation Services Demand Generation Agencies 350

The Point

APRIL 26, 2018

In a world where demand generation , and marketing in general, is more data-driven than ever, one of the hottest topics in B2B circles is intent data. How should the average B2B marketer be looking to leverage intent data in their demand generation mix? But is that real?

Intent Data 209

Intent Data Intent Bombora Account Based Marketing 209

The Point

JULY 27, 2018

In the demand generation business, we often talk about “low bar” and “high bar” offers. For a more detailed look at offer strategy, download our free white paper: “ How to Choose Your Carrot: Effective Lead Generation Offers for High-Technology Marketers.”. Photo by Drew Beamer on Unsplash.

Account Based Marketing 100

Account Based Marketing Campaigns Multi-Channel Demand Generation Agencies 100

The Point

JANUARY 23, 2018

Inevitably, this short-term outlook trickles down to a company’s demand generation strategy. Response rates from tactical, sales-driven campaigns are likely to be lower (because they only attract highly qualified, late stage leads), so companies need to spend more money to generate relatively few opportunities.

Sales Management 253

Sales Management Sales Qualified Leads Demand Generation Agencies Lead Scoring 253

The Point

JULY 25, 2014

From a lead generation perspective, however, the campaign is a hot mess. B2B Marketing Content marketing Demand Generation email design email marketing Interactive Design lead generation content marketing strategy content marketing tips email best practices email creative email marketing best practices symantec'

Email Campaigns 100

Email Campaigns Design Campaigns Demand Generation 100

The Point

AUGUST 27, 2019

At our demand generation agency , LinkedIn advertising is a staple of most client campaigns, and yet when we propose LinkedIn to clients, we often hear comments to the effect of: “We tried and couldn’t make it work.” Or opt for LinkedIn’s Lead Gen Forms, which generate a pre-populated contact form inside the app. Stale Creative.

Paid Content 241

Paid Content Advertising Agencies Linkedin Advertisements 241

The Point

DECEMBER 28, 2017

Demand Generation Report just published their 2018 Outlook Guide: The State of Marketing Automation. Some might say: “Video is the best content for demand generation ,” for example, but the reality (as it’s always been) is that different people respond to different messages, and content, and even lead generation channels, in different ways.

Marketing Report 176

Marketing Report Marketing Automation Automation Demand Generation Agencies 176

The Point

JANUARY 21, 2014

B2B Marketing Creative E-mail email design email marketing lead generation Marketo b2b demand generation b2b lead generation email copywriting Marketo agency marketo agency partner Marketo partner' The revised email can be seen in the second thumbnail to the right.

Demand Generation Agencies 100

Demand Generation Agencies Advertising Agencies Campaigns Marketo 100

The Point

NOVEMBER 16, 2011

In a recent post , the folks over at Silicon Angle applied their usual insightful analysis to the results of an industry survey by marketing automation company Pardot , a survey that reports fully 42 percent of respondents (all B2B Marketers) have failed to generate any leads from their social media campaigns. Good luck with that.

Social Media 100

Social Media Demand Generation Agencies Media Leads 100

The Point

MAY 30, 2014

. • marketing automation and related technologies make it easier than ever for clients to produce campaigns and generate demand using in-house resources. Agencies need to deliver strategic thinking and new ideas for how clients can more fully integrate marketing technology into their demand generation strategy.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 100

The Point

APRIL 22, 2020

I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

The Point

FEBRUARY 24, 2015

Are you trying to generate downloads, registrations, page views, sales leads, qualified leads, sales? which precise keywords are generating those actions at the lowest cost. Don’t stop tracking at sales, because you’ll have no idea how those sales are generating additional lifetime value.

Paid Search Agency 100

Paid Search Agency Cost Per Click SEM Adwords 100

The Point

JANUARY 9, 2015

The rep may not have received the answer he was looking for (we already partner with a couple of companies in his space), but he generated action. B2B Marketing Cold Calling Copywriting Creative Demand Generation E-mail email marketing inside sales lead generation Offer Strategy Sales 2.0 And dialog.

Demand Generation Agencies 100

Demand Generation Agencies Copywriting Cold Calling Telemarketing 100

The Point

FEBRUARY 11, 2014

As co-founder and CEO of Captora , Paul is now channeling his expertise into a new generation of marketing technology that captures and converts new buyers across inbound marketing channels. HS] On your Website, you say that Captora delivers more leads and does “90 percent of the work.” HS] Thanks Paul!

Paid Content 100

Paid Content Demand Generation Agencies Cost per Lead Lead Scoring 100